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How To Sell When Nobody's Buying: (And How to Sell Even More When They Are) Hardcover – June 9, 2009

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Product Details

  • Hardcover: 238 pages
  • Publisher: Wiley; 1 edition (June 9, 2009)
  • Language: English
  • ISBN-10: 0470504897
  • ISBN-13: 978-0470504895
  • Product Dimensions: 6 x 1 x 8.8 inches
  • Shipping Weight: 12.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (45 customer reviews)
  • Amazon Best Sellers Rank: #368,598 in Books (See Top 100 in Books)

Editorial Reviews

From the Inside Flap

You are holding this book because you need to make more sales fast in an uncertain time. The pressure to sell has never been higher. But as the economy, your industry, and the markets change, does that really mean that people aren't buying anymore?

Of course not. First, you have to understand, it's not your fault. You're struggling because the current model for reaching and converting customers is seriously outdated and no longer works. You must develop new skills in a rapidly changing world if you intend to sell. We're in a new economy full of rapidly changing industries—and new sales rules apply. Customers have up-to-the-minute information access, a global reach, a social-networking mindset, a desire for instant gratification, and expectations of more powerful, high-tech experiences. That means you must understand what consumers demand of you before putting products and services in front of them. You need to pick up the tools that connect you to your market, expand your networks, and create a persuasive message that reaches customers where they live. The rules have changed and only those most adaptable to change will survive.

This approach is necessary for everyone in the sales industry. Whether you're a salesperson, a sales manager, are self-employed, or are part of a sales team, How to Sell When Nobody's Buying is the one-stop resource you need to stand out in the marketplace—starting now. A master persuader, marketer, and sales strategist, Dave Lakhani provides the tools and techniques you need to make a difference in your sales numbers and profits immediately, including:

  • Free or low-cost prospecting tools that encourage instead of turn away customers
  • The secret source of unlimited new customers in any industry in any market
  • Case studies from top salespeople that show new ways to seize opportunity
  • Sequential influence strategies that allow you to create massive desire
  • How to increase order size and reorder opportunity with every sale
  • Automated productivity tactics that instantly give you more time and capacity

Tough times present real opportunity for forward- thinking sales teams. Lakhani gives you the tools and understanding you need to gain new confidence, create powerful alliances, find great prospects, and drive your profits to unprecedented levels. Whether your specialization is retail, B-to-B, B-to-C, real estate, services, or your own business, you can use these quick-and-easy lessons to instantly create more sales, find greater success, and tap into the potential that's waiting for you in the new economy.

From the Back Cover

Includes Special Essays by Contributing Authors Ray Cronise, Dr. Rachna Jain, Mari Smith, and Craig Ernst

"This amazing book is a one-man stimulus package . . . and should be required reading in both tough times and boom times. This timely book delivers fresh actionable strategies that show sales pros how to grab their clients attention and how to take massive action to build sales momentum to a fever pitch."
Rob Northrup, President, Advanced Extrusion Solutions (and Field Sales Pro)

"Using the step-by-step daily system in How to Sell When Nobody's Buying, we generated so many leads in the 'worst possible time' that we had to add two new salespeople. Get this book!"
Stephanie Frank, President, Success IQ University,

"Brilliant! After only two days of using Dave Lakhani's success strategies outlined in this groundbreaking new sales bible, I'm in the process of negotiating monthly training contracts with Disney and AOL! Enough said? Buy this book today!"
Janine Driver, Body Language Contributor, NBC's Today show President, The Institute of Leadership Innovation

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Customer Reviews

Read about every decent sales book you can buy.
Michael D. Morgan
I am excited by all the new possibilities shared in "How to Sell When Nobody is Buying" and know that this is my only sales book I will refer anyone to.
Gary L. Loper
This is a must read if you consider yourself a sales professional, or you are new in sales, or if you are a business owner.
Tom Bice

Most Helpful Customer Reviews

22 of 25 people found the following review helpful By Scott Sylvan Bell VINE VOICE on June 3, 2009
Format: Hardcover Verified Purchase
If you have ever seen Dave speak there is only one way to describe his style and that would be intense. This book fits that mold and then some. It is absolutely packed from beginning to end with valuable and useful information that you can actually use no matter your specialty or your profession.

Right now the question in your head should be "Who is still buying and how do I connect with them?"

Many sales books deliver information on sales and theories but then do not explain how to use the idea or implement it in a way that works. This book not only delivers on ideas but sets a strategy on how to make you an obvious expert.

In an age where the effective sales process changes almost weekly you as a sales person must not only be able to provide the basics in sales but also be able to be the chameleon who can adapt to newer strategies like social media or a video presentation.

The chapter on social media is a wealth of information on how to set your stage for success.

The 7 pages on how Dave has staged a drip process is not just entertaining and informative but also sets the stage for your own creativity to make your own process to get noticed by prospective clients.

If you want to be a top producer or are currently one arm yourself with this book and ideas that will help propel you to superstar or beyond.

The topics covered range from motivational, up sells / down sells, how to effectively sell to a group of decision makers, telling stories, asking effective questions and much more.

The interview with Matt Hoover is amazing and inspirational. What I learned from it was most walls or roadblocks for sales are in your head; by preparing right now you will be ahead of those who are lazy and not prepared. The challenge is to implement what you have read so that you can actually make income from it. It comes down to you and the question if you really will implement the ideas or wish that you did?
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14 of 16 people found the following review helpful By Kevin Hogan VINE VOICE on June 19, 2009
Format: Hardcover
How to Sell When Nobody's Buying begins like few books do.

With *power.*

Immediately the author presents to you technique after technique all of which have specific instructions and "how to's."

That's the first 20 pages, and they are often clever, creative and innovative approaches at getting someone's business.

The next chapter opens up with what I think is a mistake. The author basically says, "you probably bought this book because you are in a slump." OK, half of a mistake. A lot of people will be in sales slumps, but generally I find that people who read in general are better at what they do, more reliable, more intelligent and I submit that people picked this book up because they are familiar with the author and are ready for *more.*

For example, Fearsome Focus, which is dealt with in the book, is the instructions on how to REALLY get things done. How to REALLY make progress. I like the authors 45/15 rule for focus. If the readers does JUST ONE THING after reading this book it is THIS TECHNIQUE that will pay off the most. It's worth the price of the book and 4 zeroes after that price...

This book is fresh. It is a kick in the butt and it is spot on and filled with tools, strategy and technique.

You can't ask for more than that in a book on selling.

This is one of the best I've read.

Kevin Hogan
Author of The Psychology of Persuasion
The Science of Influence
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11 of 13 people found the following review helpful By Rob Northrup on June 5, 2009
Format: Hardcover Verified Purchase
You CAN prosper in a tough economy. But you have to keep at it.

With this sluggish economy, many people are immobilized by fear...

They are more cautious than ever, and they are buying less and less. I hate to tell you this, but everyone is predicting that it is only going to get worse in the short-term.

You can't just be mediocre and expect to keep bringing in sales every month. As things get tougher, you need to work harder just to stay even.

To get ahead in this economic climate, you need fresh, new, proven techniques... like the ones you'll find in HOW TO SELL WHEN NOBODY'S BUYING.

With fewer opportunities, you need to have a method for finding as many of them as possible, and then maxing out your chances of "sales gold" once you identify them...

Dave Lakhani's book is full of ideas that will help sales pros of all stripes to find their Inner Salesman and let him or her loose on the market. It is full of hard-hitting actionable information and should be read (and then acted on) by every sales pro.

If you believe, as I do, that small business entrepreneurs and sales pros are the twin engines of the global economy, then you will want to do your part to our recovery and BUY THIS BOOK.

You will not be sorry.
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9 of 11 people found the following review helpful By Steven Chambers on June 3, 2009
Format: Hardcover Verified Purchase
Wow, I really loved this book! It's not often I find myself unable to put down a book on selling, but this book is that good. Dave Lakhani's How To Sell When Nobody's Buying: (And How to Sell Even More When They Are) is a needed shot in the arm for anyone in the sales profession, especially in the tough economy we are currently experiencing. This book is required reading for those sales professionals who want to be top producers. I can guarantee that if you implemented the advice and recommendations in this book you would dominate your market and sales force - It's as simple as that.

Having been in the sales profession for over 14 years I've attended many sales training events and read a lot of books, but I still found myself learning new things right from the very first page. The book starts out with a quickstart guide that will literally turbocharge your sales career right from the first day you implement it.

Lakhani's style is built on boldness, working smarter and trying harder. This is not simply intellectual read, although there is plenty of theory, this is an action plan that will produce results. I have used some of the techniques he recommends so I know they work. A lot of the other techniques and strategies detailed were "a-ha" moments for me - so simple in application I can't believe I hadn't thought of them before but devastatingly effective. I will be integrating them into my sales framework.

Lakhani goes into depth on leveraging new technologies and social media to network, make sales and increase our effectiveness. This alone was worth the price of the book.
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More About the Author

I'm Dave Lakhani, President of, the nation's leading business acceleration strategy, sales and marketing, consulting and training firm. I'm also the author of Persuasion - The Art of Getting What You Want (Wiley Sept. 2005) and The Power of an Hour: Business and Life Mastery In One Hour A Week (Wiley 2006). Subliminal Persuasion: Influence and Marketing Secrets They Don't Want You To Know (Wiley), The 12 Factors of Business Success (Wiley) and How To Sell When Nobody's Buying (Wiley, 2009) I'm also the owner of,, and

Be sure to visit and click on resources to watch videos and get great persuasion, sales, and marketing ideas. You can also see my appearances on The Big Idea with Donny Deutsch and other media outlets.

I love connecting with readers of my book so start a conversation here on Amazon, drop me an email or comment on my blog, let's talk. You can also follow me on Twitter or Facebook

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How To Sell When Nobody's Buying: (And How to Sell Even More When They Are)
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